Case Study: Starshot achieves accelerated deal closures and 96 hours/month in savings with Act-On Software

Nurturing Relationships In An Extremely Long Sales Cycle: Marketing Agency Starshot Sees Stellar Results

Starshot is a Toronto– and Chicago‑based marketing agency founded in 1999 that specializes in customer experience design and demand generation for global B2B brands like Intuit, Dell, and Microsoft. The agency faced long, complex sales cycles (average 18 months, some up to three years) and multi‑national distribution channels that made lead nurturing slow, resource‑intensive, and hard to track.

By implementing Act‑On marketing automation, Starshot gained funnel visibility, automated lead scoring, customized segmented email campaigns, and real‑time CRM alerts via Microsoft Dynamics. The platform cut about three hours per campaign (23 campaigns/month ≈ 96 hours saved), helped nurture leads over multi‑year cycles (25% of closed deals had been nurtured 36+ months), improved sales‑marketing alignment, and contributed materially to six‑figure deal revenue.

Starshot

Angie Anderson

Demand Generation Practice Lead